DiscoverOrg Sales

APRIL 7, 2017

When sales intelligence data is inaccurate, incomplete, or outdated, the rabbit hole for a sales person can be very deep —and no one knows better than Steve W. Martin. A lifelong sales trainer, Steve has consulted for and trained sales teams for hundreds technology companies. “Contact data is a very important priority to my clients,” he says. Combing through social media for clues to contact information and calling wrong numbers consumes hours, and returns scant benefits: Burnout and high turnov

Data 227

Data Social Media Ideal Customer Profile Twitter 227

Score More Sales

APRIL 7, 2017

Sometimes you, or your sales team members, get in a slump. Monotony. The same old, same old each day. It is easy to get stuck in a rut.

Sales 224

Sales Strategy 224

Sales 2.0

APRIL 7, 2017

A great point highlighted on the Linkedin Sales Blog. I hope to be saying more about this soon. I’ve used this approach for some of my own startup gigs. It works. Designing your go-to-market plan based on relationships versus ZIP codes is a really smart move for most companies these days. The key point is relationships take more time and energy to establish than setting up a screen share (or worst case jumping on a plane.

Account 150

Account Territories Conference Energy 150

Mr. Inside Sales

APRIL 7, 2017

The price objection is as old as time itself. Somewhere in Egypt, 3,000 years ago, a merchant in an open market place was selling something out of a stall, and a customer told him his price was too high. Sellers (this means you) have had to deal with and overcome this objection since things started to be sold. So you’d think that with years of practice, today’s sales reps would know how to ace this objection right?

Webinar Metrics 130

Webinar Metrics Objections How To Inside Sales 130

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

The Sales Hunter

APRIL 7, 2017

I got called out in an email recently by a person I didn’t know but clearly knows me. He said he was shocked I would make a comment on LinkedIn about an article that had a questionable picture. No, the picture wasn’t sleazy, but there could be some people who might have seen it as […].

LinkedIn 132

LinkedIn Sales Selling Skills 132

SBI Growth

APRIL 7, 2017

Strategy 184

Strategy Sales 184

Partners in Excellence

APRIL 7, 2017

Most people talking about the Sales Enablement function agree the goal of Sales Enablement is to improve the productivity and overall performance of front line sales professionals. But after that, a lot of the discussion starts going a little haywire—at least to me. Usually, the discussion are around providing more to our sales team. They usually revolve around themes like: More and better training… More and better content… More and better tools… More and better informa

Sales Enablement 48

Sales Enablement Pivotal Up-Sell Course 48

SBI Growth

APRIL 7, 2017

Sales Process 166

Sales Process Sales Strategy 166

Engage Selling

APRIL 7, 2017

Recently, I was pulled aside at a sales meeting by a couple of sales reps who said, “This is all great, Colleen, but my manager won’t coach us. He won’t take the time to help us develop our skills.

Coaching 48

Coaching Sales Meeting Meeting Sales 48

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Sales

Sales Gravy

APRIL 7, 2017

First impressions matter. You must look and present yourself professionally, even on casual days. Your image reflects on your company and on the product you’re selling.

Customer 40

Customer Positioning Company 40

BrainShark

APRIL 7, 2017

Sales Coaching 71

Sales Coaching Coaching Sales 71